Professional Development Archive

A Vocab Lesson for Nonstop Growth

Have you ever wondered why one month’s sales are slow, and the next is crazy busy?  Or maybe you feel like you’ve hit a ceiling on income potential and you’re looking for precise ways to accelerate the growth of...
August 12, 2014

What Do Millennial Renters Want?

As a card-carrying member of the Millennial Generation (those of us born sometime after the early 1980s), I can attest that my peers and I are something of a different animal when it comes to real estate. We prefer...
July 31, 2014

Time to Go to War on Your Mind

Be a professional and go to work on your mind. Resistance may be the enemy, but the only thing that is holding you back is you....
July 18, 2014

You’re Not a Virtual Cupcake. Celebrate It.

Real estate pros can learn a lot about connecting with their community from recent efforts by independent booksellers. ...

Perusing the Biz Section

It’s been awhile since we checked in with the business section of the New York Times bestsellers list, so I thought we could peruse the shelves together. The ranking below reflects sales in June 2014. CAPITAL IN THE TWENTY-FIRST...
July 9, 2014

I Say Sales, You Say Marketing

We talked to John Jantsch about specific sales strategies for real estate pros, the melding of marketing and sales, and how the customer experience can be improved with a few simple changes in perspective. ...

The Mythical 5-Day Work Week

Would you take a week off for marketing, if it meant your pipeline would be full the rest of the year? This new book runs you through one major task each day that, if completed correctly, is supposed to...

Selling on Your Toes

Today’s home buyers are smarter than they ever have been. They have access to more data online, more opinions from multiple perspectives, and more technology to make decisions about where they want to live. Home sellers too are equipped with...
May 29, 2014

Control Yourself!

A person’s willpower to do the right things consistently over time is the key determinant to success. Training and development icon Bob Mager can determine a performance problem by asking, “If I put a gun to your head, would...
May 23, 2014

How to Answer the Commission Question

Are you worth the commission you charge for representation? Some home buyers and sellers believe they need to negotiate your commission in the same way that they will negotiate the price of their next home. Part of your job...
May 5, 2014

Real Estate Knowledge for the Ages

I don’t know about you guys, but attempts to slice and dice consumers into demographics that matter often exhausts me. It seems every other day there’s a new book purporting to tell all about how the ____ Generation feels...

A Must for Would-Be Delegators

Rarely does a real estate sales professional earn freedom from their business.  More often, the most important items are completed on time, and less important ones come second. What kills agent productivity is when they invest money and time...
April 2, 2014

A Question of Time

Now that the dark days of winter are in the rear-view mirror and selling season is here, are you finding it tough to accomplish all your tasks in any given day? It’s funny, but with daylight savings time upon...
March 18, 2014

Don’t Let Expired Social Media Advice Spoil Your Marketing

You know how a couple of tablespoons of spoiled milk can turn your whole fridge into a sour cavern? Well, the same thing can happen with your social media plan. If you don’t stay up to date, one annoying...

The Danger of Always Being On

OK, I’m going to be honest: I don’t read Huffington Post. There. I said it. It just felt like, because this blog is about what we’re reading, if would be weird if I didn’t say that. Anyway, I have...
January 31, 2014